Strategic Client Directors are driven to set themselves stretched targets and aim high in relation to growing Oracle’s Key Accounts. They will have an analytical personality that has driven their success; demand an unrelenting focus on growth, and the ability to add value reprioritising if necessary in order to meet their targets. They will be a consummate relationship builder and a senior leader who is able to offer executive sales and general business coaching to Strategic Client Directors who are already senior and seasoned professionals. They will be a great coach today and to improve on this ‘value’ will be critical as a leadership philosophy. They then need to be accomplished at adapting their interpersonal approach to different personalities and groups, confidently navigating a complex array of different stakeholders, and understanding quickly who the decision makers are and how to win them round in order to create winning solutions for customers and revenue growth for Oracle.                                                          

KEY RESPONSIBILITIES

The SCD Leader for Spain will be responsible for managing a team of Strategic Client Directors (SCDs) who in turn have the responsibility for Oracle’s relationships with some of our largest customers.  A key responsibility will be delivering revenue growth across the customer base, in line with Oracle strategy, whilst driving customer advocacy.  As an Oracle executive you will develop deep insight into their key customers’ strategic goals and structure often complex solutions which draw on multiple Oracle product areas.  You will be responsible for establishing and maintaining C-level customer relationships and for developing and leading large account sales by establishing sales strategies and equipping the team with the sales processes and techniques needed to meet/exceed company growth targets. 

Specific responsibilities include:

• Manage / recruit a team of Strategic Account Directors and keep them focused on the priorities, providing high level coaching and support to keep their performance on track
• Oversee the complete customer lifecycle from proposal creation to implementation to ongoing support by creating ambitious account plans that deliver sustained growth and meet revenue targets
• Develop long-term relationships with customers by providing sales support to build connections, references and revenue.
• Prepare RFP responses, proposals and other sales-related documents that enable the company to expand its relationships with existing customers
• Work with our Technical Support team to oversee timely and accurate resolution and communication regarding customer issues
• Create alignment within their team by establishing a common approach and a clear framework for account management
• Empower account directors by giving them freedom to deliver but making the time to provide support when needed
• Demonstrate fresh thinking by creating bespoke customer solutions and putting together innovative deals
• Understand competitors and clearly articulate to customers how Oracle solutions are differentiated and add value
• Keep up-to-date with Oracle technology as it evolves, and feed insights into customer needs to support technology development
• Maintain awareness of strategic changes in Oracle, and flexibly adapt key account management approach accordingly
• Communicate organisational changes and developments in sales approach to Account Director team, and support/coach them in behavioural adaptation
• Take risks with pricing and negotiation in order to secure long-term customer satisfaction
• Build/maintain an industry customer reference program; initiate demand generation and Marketing programs.  Attend, host and speak at appropriate marketing events
• Perceive the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers.
• Understands the basics of pricing and can articulate the value or reasons behind pricing
• Analyse data and metrics accurately in order to understand business performance and where necessary make decisive course corrections
• Quickly get to grips with complex customer organisations, pulling together comprehensive key account plans in order to leverage market opportunities
• Uses consultative selling skills to engage new customers and probes to uncover unmet needs, add value
• Monitor compliance with all sales contracts; interface with internal teams to ensure compliance
• Develop internal and external strategic client relationships at scale that drive customer commitment and promote cross line of business collaboration
• Plan and implement marketing and business development efforts with other parts of the organization in order to add to Oracle’s referenceable customer library
• Conduct business reviews with key accounts to identify new business opportunities and manage ongoing customer interaction

PREFERRED SKILLS & EXPERIENCE

The Senior Director of Strategic Accounts will develop long term relationships with customer executives and develop the next generation of Oracle advocates.

• A holistic understanding to technology and operating models that evoke  creative customer solutions 
• Proven track record of architecting complex big deals with large multinational corporations
• Ability to thrive in an environment with ambiguity, change and take a broad holistic view of key accounts in order to meet customer needs
• Ability to work collaboratively and inclusively with colleagues across the organization in order to bring different technology solutions and functions together to secure a deal
• Energetic and positive attitude in the face of stress and able to take some risks, e.g. in relation to commercial negotiation and pricing, by sacrificing short-term revenue in order to generate a longer-term win
• A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought
• Astute in dealing with conflicts internally and externally, and be prepared to say ‘no’ and diplomatically push back against unreasonable customer demands, but without jeopardising the overall relationship
• A strong focus on execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced environment, ensuring results and deadlines are achieved without damaging morale
• An enthusiastic, high-energy and motivational leader who is visibly passionate and capable of inspiring and galvanizing an organization                                                        

LEADERSHIP COMPETENCIES

• Performance Drive & Execution – Holds self and others accountable for delivering shareholder value.  Creates and instills a performance driven, results-oriented culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.
• Collaboration – Fosters collaboration between business leaders.  Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues.  Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes.  Aligns strategic priorities of own area with the direction and priorities of the broader organization.
• Communicating for Impact – Ensures clarity around organization's strategic intent and business objectives.  Champions strategic initiatives in ways that generate organization-wide understanding and support.  Builds confidence and inspires support through a convincing presentation style.
• Inspirational Leadership – Establishes and models authentic leadership across internal and external boundaries.  Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.
• Competitive Edge – Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions.  Builds long-term business value.  Creates a culture of innovation and encourages entrepreneurship.  Strategically develops a range of options/paths to achieve business objectives within a changing environment.
• Change Agility – Initiates strategic change in anticipation of a changing external environment.  Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment.  Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others
• Mastering Complexity – Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries.  Creates an environment of personal accountability and ownership for problem-solving.

EDUCATION

A Bachelors’ degree is preferred.  An advanced degree is a plus.

Responsible for providing leadership to the key account sales team including, but not limited to: developing overall strategic sales framework, forecasting results, allocating goals/quotas, establishing accounts or individual sales responsibilities, performance management, etc. Typically assists in closing the largest and most complex deals. Responsibilities may be defined by named accounts, geography, product/solutions, channel, or some combination thereof. Recruits, retains, develops, coaches, motivates, and generally manages multiple sales resources to attain/exceed defined business objectives such as revenue, market share, profit, etc. Responsible for obtaining business in near term and building foundation for continued profitable revenue growth over the long term.

Oversees a major portion of a Line of Business P&L; responsible for both revenue generation and customer satisfaction metrics in both current year and long term. Assist in developing business models in a variety of situations that impact customers and Oracle. Establishes course of action for major segment of business; provides input into corporate strategic direction; accountable for decisions that affect Oracle results significantly; advises senior management based on advanced expert knowledge. Creates the environment for team success today while developing new strategies for future growth. Directs and ensures the implementation of operational policies through subordinate managers. Creates technical strategies; industry-wide technical solutions expert. High complexity with unique solutions required (no precedent); often multi-region implications. Interacts internally and externally with executive management, providing negotiation of difficult matters to influence policy. Directly managing key account sales managers. Proven overall management success; next generation of business unit general management/ executive. As part of business unit management responsible for developing a major portion of the business unit annual and long term plans and overall key account strategies.

Exceptional negotiation skills and account relationship management. Extensive expertise in product, technology, service, strategy and business complexities. Cross regional or international team management experience a plus. Strong team building skills and ability to resolve conflict situations. Preferred BS or BA degree in business. Masters degree is a plus. Twelve or more years people management experience.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).